¶ Intro / Opening
[SPEAKER_01]: this is to the point. [SPEAKER_01]: A Rinal Experience, fully one of the top home services marketing and operations podcast, cutting through the bullshit and getting to the point. [SPEAKER_00]: The episode's not just about blue on, it's about the service of blue on provides to help your technicians be better, faster, more efficient. [SPEAKER_00]: Enjoy this episode with a good friend's app, blue on. [SPEAKER_00]: Hey, what's up to the point, listeners?
[SPEAKER_00]: It's your boy Chris. [SPEAKER_00]: And my good friend, my dear friend, my sweet, kind hearted friend with the lovely bear Mr. Chad, Peter and Michael's chat. [SPEAKER_00]: How you doing today, buddy? [SPEAKER_02]: I'm doing great. [SPEAKER_02]: Do you like this here? [SPEAKER_02]: Finally, my plate. [SPEAKER_00]: Did that intro make you feel good? [SPEAKER_02]: I stopped listening about halfway through. [SPEAKER_02]: I appreciate it.
[SPEAKER_00]: You in the sense of some of the bitch. [SPEAKER_00]: God, I do anything nice for you. [SPEAKER_00]: Hey, I'm excited to see you tomorrow. [SPEAKER_00]: I guess I won't be tonight, even though I get late tonight. [SPEAKER_00]: I'm excited to see you tomorrow morning when you wake me up early. [SPEAKER_02]: It's going to be great. [SPEAKER_02]: Just make sure you're ready. [SPEAKER_00]: The bedroom door. [SPEAKER_00]: Okay, that's how this episode is going to go today, boys.
[SPEAKER_00]: Like they're not, like they're just how it's going to go. [SPEAKER_00]: Well, you know what, it's, we don't do this very often, this type of an episode where we actually bring on a particular company, you know, that's a service, a product or whatever, but we don't, when we do, it's because it's one that we believe genuinely is, is helpful. [SPEAKER_00]: you know, it's helpful in chat uses, you know, this company go on.
[SPEAKER_00]: And so I just, and I've listened, this is like, I'm in MIDI. [SPEAKER_00]: I've never met our guests until like today, like right now. [SPEAKER_00]: So like this is going to be, we're going to raw dog at Boyce. [SPEAKER_00]: Like we're going to get after it. [SPEAKER_00]: Yeah, Peter kept a chatty. [SPEAKER_00]: Yeah, Chairman CEO Blue on as well as Taylor Disler, vice president of business development slash sales, whatever. [SPEAKER_00]: So boys, welcome to to the point.
[SPEAKER_03]: All right, I'm in. [SPEAKER_03]: We appreciate it. [SPEAKER_03]: Yeah, I'm excited. [SPEAKER_00]: I'm excited. [SPEAKER_00]: I'm excited to give you this, especially because period don't come from this world. [SPEAKER_00]: So I'm like, why in the hell did you get into H. F. F. C. Like what? [SPEAKER_03]: I ask for your answer. [SPEAKER_03]: Ask the question every day.
[SPEAKER_00]: But I'll be, but what I hear is, it's, I'll be interested to hear the, you know, the, [SPEAKER_00]: the brain power behind like the fundamentals of what you why you'd be and why why blue on what you're doing with blue on how it all came about I'm really interested in it but but to to all the listeners [SPEAKER_00]: This is going to be a like a technician first episode of way as or Peter calls them the guardians of the industry technicians.
[SPEAKER_00]: But I would do want to give a quick shout out to my boy Logan, Logan Marshall for making the connection. [SPEAKER_00]: And also Peter, do you guys for being a sponsor of the podcast? [SPEAKER_00]: Super appreciate that. [SPEAKER_00]: And by the way listeners, we had this book before they came on as a sponsor. [SPEAKER_00]: This was not like some pretty reckless that like we had it booked beforehand. [SPEAKER_00]: But it's cool.
[SPEAKER_00]: We also have quite a few mutual clients and FH for apex pros, get all one hour and chads, you know, a client of your guys as well, so be able to get from his perspective. [SPEAKER_00]: But this is some pretty cool stuff. [SPEAKER_00]: And as we get into, I'm going to share a little bit of information for you guys that maybe you didn't know about my journey through a similar process as blue on back in like, two thousand, fifteen, sixteen. [SPEAKER_00]: I peek your interest.
[SPEAKER_00]: It's talking about. [SPEAKER_00]: It was nowhere near as cool as this. [SPEAKER_00]: It kind of scratched the surface on it. [SPEAKER_00]: But before I do any of that, boys, there's something that we got to do right out of the gate that if I didn't do it, Chad's going to be upset.
[SPEAKER_00]: And our listeners will definitely be more upset because then chas gonna try to you know over correct by trying to say his own dumbass dad joke at the end of show like I wasn't one that forgot and he remembered and so to save us all some heartache I'm gonna share three dad jokes and gentlemen if you know the answer please don't be ashamed to just board it out it's actually a gold star if you know the answer I'll be super close but you guys ready okay the first one's like we just got to ease it in okay
[SPEAKER_00]: Why did the man name his dogs Rolex and time X? [SPEAKER_00]: Okay, because they're both watch dogs get it get it. [SPEAKER_00]: Okay, dad jokes. [SPEAKER_03]: Okay, okay, number two. [SPEAKER_00]: What do you call? [SPEAKER_00]: Peter, you should, this is fucking right up here. [SPEAKER_00]: What you should know the answer. [SPEAKER_03]: Okay, let's go. [SPEAKER_00]: What do you call an Italian hooker? [SPEAKER_03]: Oh, I heard my style. [SPEAKER_03]: Okay, little muscle.
[SPEAKER_00]: You can act like you don't know, but it's all I'll give you. [SPEAKER_00]: I'll give the answer. [SPEAKER_00]: A pasta, too. [SPEAKER_03]: Oh, wow. [SPEAKER_00]: Hey, I'm gonna prostitute. [SPEAKER_00]: Chad, small buddy. [SPEAKER_00]: No. [SPEAKER_00]: Okay, this next is gonna get you buddy. [SPEAKER_00]: Okay, there's a little smell. [SPEAKER_00]: Okay, last one, we're gonna bring a home. [SPEAKER_00]: Why don't chickens wear underwear?
[SPEAKER_00]: Why don't chickens wear underwear? [SPEAKER_00]: No, no, nothing, no guesses. [SPEAKER_00]: You know, because their peckers are on their face. [SPEAKER_03]: Okay, that was not bad. [SPEAKER_00]: Okay, let's get to the good stuff. [SPEAKER_00]: Chad, god, man, you're stoneballing you today. [SPEAKER_00]: I'm the boss. [SPEAKER_02]: I know.
[SPEAKER_02]: Last one wasn't bad, but, you know, just trying to play to all different walks of our audience, whether you're are rated or, you know, g rated, you know, whatever you got. [SPEAKER_00]: Well, I just let it rip. [SPEAKER_00]: I did ask ahead of time, so I kind of got to know my new, I knew that for your Peter, I didn't necessarily know about Taylor, but I figured Peter's go, you're a good Taylor, so let's look. [SPEAKER_03]: There's no limit there. [SPEAKER_00]: Okay, good deal.
[SPEAKER_00]: Well, I'll tell you, okay, so let's jump into this episode. [SPEAKER_00]: And what I want to do, Peter is just start off with, again, this is getting like a tech technician first episode, right? [SPEAKER_00]: So as I was preparing for this, I learned so much more about, about blue one. [SPEAKER_00]: And again, this is not like this episode doesn't necessarily about blue one. [SPEAKER_00]: It's about what blue one does for you.
[SPEAKER_00]: The listeners, the contractors, your businesses, the technicians, all the above. [SPEAKER_00]: It's super cool stuff. [SPEAKER_00]: And things that like, you maybe don't, [SPEAKER_00]: We, I don't think about my marketing world, but then what you start thinking about the efficiency that this creates for the technicians, on-site, all the extra things. [SPEAKER_00]: This makes perfect sense, and I can understand how this would absolutely impact these businesses.
[SPEAKER_00]: But first things first Peter, and let's start, let's actually I'll tell you what, let's just start with, because you didn't come from the HVAC world. [SPEAKER_00]: Yeah, just maybe help me listeners all understand like why? [SPEAKER_00]: Why did you come in? [SPEAKER_00]: Why did you? [SPEAKER_00]: What were you doing? [SPEAKER_00]: And like why did you come into this space? [SPEAKER_00]: Like maybe help me just connect some dots there.
[SPEAKER_03]: Well, I'm a massacist, so that was the first reason. [SPEAKER_03]: But no, I'll give you the cliff notes version because it's a bit of a lengthy story, but I'll give you the super short version. [SPEAKER_03]: Thank you. [SPEAKER_03]: So I come really bizarre background. [SPEAKER_03]: So I'm a physicist who became a commercial real estate guy who had a midlife crisis who wanted to get back to research, who founded a company named Blue On to do research on chemistry.
[SPEAKER_03]: That company, the original company Blue-On, was there to figure out new refrigerants solved the R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R-R- [SPEAKER_03]: an app with every known model, the tech will plug in the model and we'll tell them what to do to put the new refrigerant. [SPEAKER_03]: That was our idea.
[SPEAKER_03]: So we did that. [SPEAKER_03]: But on the long the way, we gathered all of the like manuals, buying diagrams, service bulletins around each piece that equipment that we put in the original app, which is about a hundred thousand models back in in eighteen when we launched this. [SPEAKER_03]: So it was refrigerant, it was great, worked amazing. [SPEAKER_03]: We couldn't gain anybody to try it.
[SPEAKER_03]: Technicians were jaded, pissed off at prior uses, had gotten burned, like we want no part of that, you know, no thank you. [SPEAKER_03]: So we had to get them, I always say, technicians can't say yes, but they can say no, right? [SPEAKER_03]: And so we had, they were a lot of nose going on. [SPEAKER_03]: So that was our whole, our whole genesis to create this methodology to figure out if you could retrofit or not.
[SPEAKER_03]: Logs to our short, we published the app with this retrofit instructions, but you could also look up main models by brand agnosticly and get the data, get the manual, the wine diagrams, all the data around that unit. [SPEAKER_03]: And Holy Mother of God was that popular. [SPEAKER_03]: And all of a sudden, we had a hundred and fifty thousand technicians consuming this branding nasty database that we'd put out there for free in order to help with the refrigerant.
[SPEAKER_03]: And along that way, we were like, well, Holy crap, this is a way bigger problem than we were trying to solve with the refrigerant. [SPEAKER_03]: This absence of technical data and technical support for both residential and commercial technicians was mind-blowing. [SPEAKER_03]: It was incredible to us that there was just nothing out there. [SPEAKER_03]: You couldn't find this data if you had to depend on it, unless you worked at an OEM or at a back door to an OEM site.
[SPEAKER_03]: We really were sort of dumbfounded by the lack of that information. [SPEAKER_03]: Within a year we have a mechanical company to a software company is back in twenty twenty which is not normal right at all. [SPEAKER_03]: But luckily we were a bunch of you know kind of miss fits not from the not from the HVAC world where a bunch of engineers and computer scientists and software guys who were just into solving problems right not really that focused on a particular industry.
[SPEAKER_03]: And as you know, in HVAC, there's a lot of freaking problems, particularly on the data side. [SPEAKER_03]: We get into that why why the data's all screwed up and how that happened and how it got so opaque and difficult for technicians. [SPEAKER_03]: So from that point in time of the twenty twenty.
[SPEAKER_03]: We just been leaning into it, how to monetize it, how to add more value, how to make the data and the support more accessible and easy for green text, season text, old text, young text.
[SPEAKER_03]: There's a lot more to that story I can get into about how we figured out the AI and how they came to be, but ultimately that's the story of [SPEAKER_03]: Peter going from, you know, a physicist to a commercial real estate guy to a midlife crisis to a network company to a holy crap technicians are blind. [SPEAKER_03]: They need data, right? [SPEAKER_03]: That's the short story. [SPEAKER_00]: I mean, I make so sense. [SPEAKER_00]: I get it.
[SPEAKER_03]: Well, it really is remarkable. [SPEAKER_03]: Like the more you dig into it, the it's almost like it was purposely done like the hiding of this information from the text. [SPEAKER_03]: It really is remarkable when you dig into it. [SPEAKER_00]: So I'm going to I'm going to just a chat. [SPEAKER_00]: I came here if we if I've told you this before or not. [SPEAKER_00]: I think did you remember that we right now used to build apps for contractors like a decade ago.
[SPEAKER_00]: Do you remember that at all? [SPEAKER_00]: Let's talk about it. [SPEAKER_02]: Do so. [SPEAKER_02]: There's an eighth grade eighth grade seventh grade. [SPEAKER_02]: Something like that when you go start. [SPEAKER_00]: This guy today. [SPEAKER_00]: Damn. [SPEAKER_02]: Jeez. [SPEAKER_02]: That was an old joke. [SPEAKER_02]: You walked right into it. [SPEAKER_02]: Yeah. [SPEAKER_00]: He hurts my feelings, Jen.
[SPEAKER_00]: And so, yes, when Chad was in eighth grade, I was creating apps. [SPEAKER_00]: So the thought, the theory behind it was, from a marketing perspective, I want to be first to the game. [SPEAKER_00]: I want to create apps for contractors and I want to help with a contractor need an app or why would a homeowner like what?
[SPEAKER_00]: contractors app and the thought was well for the membership customers is you would give them the app and they could book their appointments through the app and really it wasn't like connected to the CRM or anything like that.
[SPEAKER_00]: It was just a book that you said you you get preferential treatment if you use the app and you could pick your you know your timeframes and you put in your customer your your name and information location and then you put in your timeframes and you hit submit and then their mind the customer says check the box I've done I got appointments at but really all it was some email to the dispatcher who didn't have to call back and follow up with it
[SPEAKER_00]: So, but this is where we're talking a decade ago. [SPEAKER_00]: And in that app, I just kept adding to it. [SPEAKER_00]: Now, I was a carrier and Bryant preferred vendor. [SPEAKER_00]: So, I had full access to all the schematics and all that stuff. [SPEAKER_00]: So, eventually, I started loading in all the equipment. [SPEAKER_00]: So, I was loading in all the equipment into this app as well. [SPEAKER_00]: So, if a technician went into it, they could go in and find this schematic.
[SPEAKER_00]: You know, you could, you could, you could do like this, you know, skew search enough like that. [SPEAKER_00]: So, you slept like a bunch of people was like, definitely. [SPEAKER_00]: I mean, we're talking again a decade ago. [SPEAKER_00]: But the thought was, is, hey, you know, I could, it's also good for you.
[SPEAKER_00]: You and your technicians, because if you're on site and you have a problem with this wiring diagram, you can just go into here and boom, you click on the product and boom pulls up the whole PDF of the wiring diagram. [SPEAKER_00]: So that was a decade ago. [SPEAKER_00]: Now, I don't know shit about all that, but I'm like first to, you know, first, I wasn't trying it, but it was very, it wasn't meant for that. [SPEAKER_00]: It was just like, really, it was, I wanted to go into that.
[SPEAKER_00]: And by the way, getting in the app building business sucked, it completely derailed me for like a least three years, four years. [SPEAKER_00]: And went from being great to costing me a lot of money. [SPEAKER_00]: But I'm out of that game for a while. [SPEAKER_03]: and they've worked out, yeah. [SPEAKER_00]: But maybe let's go ahead and do this then.
[SPEAKER_00]: So give me like a good business case for a contractor owner to, you know, and maybe how it translate to like better margins, better customer service or maybe even like employee retention because there's like this time of year, it's summertime technician burnout's like a thing. [SPEAKER_00]: So maybe give us a good use case there. [SPEAKER_00]: Yeah. [SPEAKER_00]: Right on that. [SPEAKER_03]: Yeah, I'll hit that until I feel pretty jump and he's selling this more often.
[SPEAKER_03]: But you know, just on that last one you said on retention, we see a lot of folks now, a lot of contractors, a lot of name brand ones that are now and they're recruiting, they're including the fact that they've got blue on on their stack. [SPEAKER_03]: Because it's such a help right to a technicians, a frustration reducer, you know, it's a way to increase productivity and keep them sane on the job and not getting stuck.
[SPEAKER_03]: But generally the way we sell it, for someone we sell it differently to residential and commercial, it's kind of two different playbooks. [SPEAKER_03]: But in the home service space, we sell it basically as a time machine. [SPEAKER_03]: A way to get time billable hours back on the books, get more jobs done with less people, increase customer satisfaction, increase overall retention and decrease callbacks, increases.
[SPEAKER_03]: revenue protect, you know, dramatic decrease in callbacks, decrease the cost here, service manager, they can focus on growing the business. [SPEAKER_03]: Ultimately, it's a way to put more billable hours on the docket with the same team per week by getting through more jobs. [SPEAKER_03]: Even if you can get unstuck twice a month with a senior tech, I mean, the bottom line impact of that is pretty profound relative to the marginal cost of the application.
[SPEAKER_03]: But generally speaking on the on the [SPEAKER_03]: It's a productivity gain, it's a time gain, and we see it the day is pretty clear. [SPEAKER_03]: You can see, particularly on your, I'd say, you're sort of like, green to moderate experience text. [SPEAKER_03]: You see a big boost in their productivity and their ability to contact tasks that the wouldn't be able to contact or otherwise.
[SPEAKER_03]: You can also graduate guys quicker to service tech from maintenance or from installers. [SPEAKER_03]: You know, in a world with not enough tax and too many jobs, it's a way to really boost your ability to take advantage of that. [SPEAKER_03]: Would you add to that, Taylor? [SPEAKER_03]: You're the big seller? [SPEAKER_01]: No, I mean, I think that's, you hit pretty much everything.
[SPEAKER_01]: Kind of all of our KPIs that we talk through for each business, but I mean, I think it's like the great enabler. [SPEAKER_01]: I think providing intelligence at the point of service when you need it most is something that just hasn't existed before. [SPEAKER_01]: everything from parts data to real-time troubleshooting and support.
[SPEAKER_01]: That kind of stuff, you're typically calling your service technician that's your lead tech or your service manager and pulling those guys off of other jobs and so having something in your pocket that you can actually rely on that you know is correct and robust and not going to leave you hanging is a big deal. [SPEAKER_02]: I was just going to add something. [SPEAKER_02]: I think they were alluding to, but I want to say it in maybe terms that contractors would definitely relate to.
[SPEAKER_02]: When you look at your warranty or your recall rate, how many, which you'll never be able to tell the exact number, but how many of those recalls were because the technician was too proud. [SPEAKER_02]: to call somebody, especially their manager and tell them they didn't know something. [SPEAKER_02]: Like, if you had to look at them, like, you know, the technician in more times and not, they're not trying to do a bad job.
[SPEAKER_02]: It's just one, they don't want to look silly by not knowing a simple answer, so they try something and all of a sudden it didn't work, but you don't know that it doesn't work until the next day and all of a sudden you're back out there and you're like, well, what did this guy do?
[SPEAKER_02]: And to me, blue on is the Peter you said in Abler, or maybe [SPEAKER_02]: on how do we enable these technicians to have all this, this, a suite of information so that they can make the right diagnosis. [SPEAKER_02]: I think is for me it's like empowering a technician without having to tell, having to like teach them. [SPEAKER_02]: It's like, hey, go figure this out on your own and more than likely.
[SPEAKER_02]: If you have to figure out on your own, you're not going to forget at the next time. [SPEAKER_02]: Whereas if someone just keeps telling you the answer, what are you going to do? [SPEAKER_02]: You're just going to keep calling that person to give you the answer rather than figure it out on your own. [SPEAKER_03]: Yeah. [SPEAKER_03]: There's a huge issue hit there that we noticed.
[SPEAKER_03]: So, you know, one we didn't talk about it, but the way we created our AI, it was based on five years of actual live tech's work. [SPEAKER_03]: We had a team of forty of like the best mechanics, you know, in the country. [SPEAKER_03]: You guys had forty years experience each other just, you know, unbelievable. [SPEAKER_03]: And they would walk folks through, you know, every, every known problem of the sun for five years.
[SPEAKER_03]: We had like hundreds of thousands of hours of conversations of tech to tech. [SPEAKER_03]: We're able to take all that training data, put it into an AI, and the AI answers the questions as well as those guys. [SPEAKER_03]: But what I'm getting at the chat's point is that text used to take twenty-thirty minutes, banging the head against the wall before they would call text support, because they don't want to admit failure to a human, right? [SPEAKER_03]: It's just a human nature.
[SPEAKER_03]: But with the AI, they go right to the stupid question right away without any ego problem and get to the job faster. [SPEAKER_03]: And you saw the difference we were getting that say, five hundred calls on tech support live, now we get four thousand five thousand AI calls. [SPEAKER_03]: So there's way more interest in finding out answers, but you don't have to go through a human.
[SPEAKER_03]: And I think the chat's point eight teaches you, but also it relieves you of the ego issue with asking a question that you might think you should know. [SPEAKER_03]: And I think that's a really big deal because you get to the answer much faster and you get rid of that problem. [SPEAKER_01]: It's experiential learning, right? [SPEAKER_01]: Like these guys, I mean, I know when I was in school, I was Googling half the stuff I needed to learn.
[SPEAKER_01]: Like as I was, you know, needing to learn it. [SPEAKER_01]: And the same thing goes with AI, and that's only going to become more of the case. [SPEAKER_01]: Like this curve of using AI in real time as needed is going to be like the new wave of how these kids [SPEAKER_01]: whether you're in HVAC or any other trade or whether you're a physicist. [SPEAKER_01]: It doesn't matter utilizing AI as you need it for educational materials or anything else.
[SPEAKER_01]: That's going to be how people weren't going forward. [SPEAKER_00]: Yeah. [SPEAKER_00]: Yeah, I think we hear a lot of AI [SPEAKER_00]: this AI that a lot of buzz. [SPEAKER_00]: I think a lot of it has like the integration is critical.
[SPEAKER_00]: But also it's when I think about AI like from from our world and I think about this the same way from your world is when we were creating this coach AI tool for rhino and it was basically a call coaching platform because we've got millions of contractor phone calls and we have in-house coaches and it was like I just kept being in my own information and training it with the information that I knew that way it constantly got better and more efficient and more efficient
[SPEAKER_00]: versus just a generally eye tool, right? [SPEAKER_00]: That doesn't have that. [SPEAKER_00]: So maybe I'm ninety seven percent spot on accurate with my call versus this one that's like eighty. [SPEAKER_00]: Well, fuck, that's a big gap in percentage if you're talking a thousand calls. [SPEAKER_00]: You want them to be accurate. [SPEAKER_00]: So I kind of envision you guys doing the same thing. [SPEAKER_00]: You just keep beating it, you know, these responses.
[SPEAKER_00]: Now what I wanted to know is. [SPEAKER_03]: Is there is there? [SPEAKER_00]: Is there any video aspect to this and the video training aspect to when you guys do what if a technician does a search for wiring diagram as it just straight up the diagram or I'm just using that as an example anything is there also of your touch. [SPEAKER_03]: No right now there isn't it's an idea we've tossed around.
[SPEAKER_03]: You know it's a basic it's a utility versus investment issue and how much you get out of it. [SPEAKER_03]: It's a good question, though. [SPEAKER_03]: I think we're moving towards a couple other big breakthroughs that include, you know, more rapid conversational voice. [SPEAKER_03]: So it's a back and forth that you're talking to a tech as opposed to like a list of instructions. [SPEAKER_03]: You know, that's a big deal.
[SPEAKER_03]: One thing we're launching in a couple weeks is really a big deal is being able to ask the manual any questions. [SPEAKER_03]: You can ask the training data, but you can also just ask the manual. [SPEAKER_03]: Hey, what's the manual? [SPEAKER_03]: Say about whatever. [SPEAKER_03]: And then it'll just come back, it'll surface the part of the manual and tell you the exact answer. [SPEAKER_03]: No, no thinking required.
[SPEAKER_03]: Um, but at your earlier point of, you know, specific AIs versus generally eyes and like, you know, people are out there using chat or rock on HVAC and it's a bad idea because [SPEAKER_03]: It doesn't do AC great. [SPEAKER_03]: It's like sixty percent, seventy percent, eighty percent in some cases. [SPEAKER_03]: And it messes up numbers badly. [SPEAKER_03]: Like a long model number or a part number, it fucks up quite often.
[SPEAKER_03]: And so you can get pretty sideways pretty quick if you rely on that. [SPEAKER_03]: But it's your earlier point. [SPEAKER_03]: Like it's these specific specialized check certified training sets like you're doing with your side. [SPEAKER_03]: That really makes it, you know, ninety nine point nine effective for folks. [SPEAKER_03]: But it's a misconception because AI is AI, but it's one thing, but it's not, right?
[SPEAKER_03]: If you got to get the ones that have your particular industry dialed into your training set. [SPEAKER_00]: Yeah, good point. [SPEAKER_00]: Super important because not all AI, like there's plenty of AI stuff like surges I do or I'm like, I mean, yeah, I guess that's true, but it's not really like the best way to do the thing. [SPEAKER_00]: And I'm noticing more and more of your pay attention to the responses.
[SPEAKER_00]: It's getting there, but it's, you still gotta, you still gotta like actually train this thing. [SPEAKER_00]: So it's integration, like your integration is so incredibly important in the accuracy. [SPEAKER_00]: Are you guys seeing, and Taylor maybe this is a question for you too, but are you guys seeing, maybe,
[SPEAKER_00]: It being the you're not being used more for a specific set of questions like are you seeing you have like a hey these are the top ten questions that everybody's asking this thing you guys have those yes If you like what those top ones are that you're seeing like the same consistency stuff over and over again from the text you're not the top ones are scary like they're scary simple Yeah, they're conditioner
[SPEAKER_03]: I would say the top ones are pretty scary, which gives you an idea of the skill, the gap in the skill that's happening, right? [SPEAKER_03]: With the really young guys coming on who really don't have a lot of chops and don't have, you know, I mean, I don't know, I think, you know, a Chad shop, they do a lot more training, they're like a whole program, but so many places that it's throw these kids in a truck in a van and they're clueless, right?
[SPEAKER_03]: And so they're asking questions and you just, you can't believe it, right? [SPEAKER_03]: You're just like, that can't be a real question, but yet it is in their common. [SPEAKER_03]: In terms of what's our common that, I think there's a lot of, we get a lot of questions on just basic stuff. [SPEAKER_03]: What does this super heater sub-cool mean? [SPEAKER_03]: Or what's airflow supposed to be? [SPEAKER_03]: What's my voltage reading supposed to be on this XYZ?
[SPEAKER_03]: So it's simple stuff, and you also get the really nuanced stuff. [SPEAKER_03]: Particularly, we do a lot of work with the commercial side, too, and you get really nuanced deep questions where we can surface similarly. [SPEAKER_03]: very specific answers to a specific issue with a specific physical equipment that is only relative relevant to that piece of equipment. [SPEAKER_03]: That's the cool thing about the AI is it knows that unit you're working on.
[SPEAKER_03]: So it knows where to look and get really accurate answers for that exact piece of equipment, as opposed to a generalized answer, you know, broad equipment acts. [SPEAKER_03]: That's that's the really big difference in our system versus like a, you know, like a chat GPT or a drug. [SPEAKER_01]: The training insights is a big deal though. [SPEAKER_01]: I mean, so we, we actually give to the admin of the account.
[SPEAKER_01]: a rolling thirty day, you know, top five questions asked for your account. [SPEAKER_01]: So where are the questions your team is actually asking on a routine basis? [SPEAKER_01]: And then you can basically scope out your own internal training for them based on that insight that you do get. [SPEAKER_01]: So it's a little layer of move.
[SPEAKER_01]: So you're not seeing like, oh, Joe asked this one dumb question, which is going to prevent the guys from ever using the app ever again, but still gives you robust feedback as to, yeah, maybe my guys need training on this carrier equipment because it's coming up a lot. [SPEAKER_03]: That's a really big way to make that decision, right?
[SPEAKER_03]: Because a lot of folks wanted the questions asked by each individual tech, which if you do that, the tech's going to stop using it, right? [SPEAKER_03]: Because then it's going to be called out. [SPEAKER_03]: So we had to figure out this sort of like middle ground where we just give the service manager the average out questions that are being asked by the group, not by Johnny. [SPEAKER_03]: And I think that's a really big benefit.
[SPEAKER_03]: So people will feel open to ask the quote unquote, stupid question, which you want. [SPEAKER_00]: Yeah, I was going to ask. [SPEAKER_00]: Actually, I was going to say, because you don't want, you don't want. [SPEAKER_00]: You don't want the tech to start to not use it knowing that their whomever is going to see that they asked the dumb question. [SPEAKER_00]: Yeah. [SPEAKER_00]: So there's some chat. [SPEAKER_00]: How who's managing this for you?
[SPEAKER_00]: Like, how are you guys using this? [SPEAKER_02]: Yeah, so I mean, much like they talked about, I think there's a few important pieces that I would say is I think that while it's used to help our technicians of the field, I also think it's kind of an understanding of where we're at in this industry.
[SPEAKER_02]: There aren't people, like, yeah, I'd love to have a bunch of guys who have been doing this for fifteen or twenty years and know everything about every unit that was ever put in. [SPEAKER_02]: If I want to continue to serve our customer base and continue to grow, I'm going to have to bring people in that don't have that experience. [SPEAKER_02]: I always tell technicians when they come in. [SPEAKER_02]: The only thing I can't train you on is experience.
[SPEAKER_02]: You're going to have to go get that. [SPEAKER_02]: I can set you up for success and I feel like blue on for us has been kind of that partner and crime when it comes to elevating a technician who maybe only has
[SPEAKER_02]: eight months of experience elevating him to having two years or three years of experience because he has kind of essentially a field supervisor there on the call with him from a technical perspective like hey you have a resource that you can use and yes there's plenty of people to call in the organization but if you're a smaller company [SPEAKER_02]: There's probably only one person to call that has that knowledge.
[SPEAKER_02]: Well, when you think about growing and scaling your company, that's not a scalable practice. [SPEAKER_02]: Like you can't just have people doing all this, fortunately for us, you know, we have trainers and technical trainers and all of this fun stuff that's [SPEAKER_02]: Really cool to talk about, but if you were to talk to me, you know, eight, ten years ago, we didn't have all that stuff.
[SPEAKER_02]: I don't have the overhead to be hiring people that are just answering questions. [SPEAKER_02]: And so for me, it's been kind of that nice supplement to where one, the technician still has the confidence, because let's be honest, most of your twenty to twenty-five-year-old technicians, [SPEAKER_02]: They know how to use Google. [SPEAKER_02]: They know how to use ChatGPT, like give them the tools that they already know how to operate, where they feel confident in their diagnosis.
[SPEAKER_02]: And I know it sounds weird, like, well, aren't they supposed to be good on the furnace? [SPEAKER_02]: It's like, let's be honest. [SPEAKER_02]: In today's day and age with the access to information we have, if you're good at accessing the information, you're just as smart as the guy who's been doing it for twenty years. [SPEAKER_02]: That's about all. [SPEAKER_03]: Yeah. [SPEAKER_03]: And that's how they learn too, right?
[SPEAKER_03]: It's a big, you know, the HVAC industry is still acting like with all the, you know, associations will not like it's fifteen years ago and trying to get text to memorize stuff versus realizing these kids don't memorize shit, the index, right? [SPEAKER_03]: And so you've got to give them the tools to chat, it's point to index information and even they need it. [SPEAKER_03]: As long as they know where to find it, they're confident, right?
[SPEAKER_03]: It's when they don't know where to find it where the wheels come off. [SPEAKER_03]: And so, but if you try to make a memorize stuff, they just thought, why are that way? [SPEAKER_03]: It's not how they, how they go through school, it's not how they go through life. [SPEAKER_03]: It's not how they operate. [SPEAKER_03]: They operate by knowing where it is, index it, go back to, I need it, move on. [SPEAKER_03]: You know?
[SPEAKER_00]: Chad, but I just heard you say, was I could be a peer and brother's technician. [SPEAKER_02]: You're in. [SPEAKER_02]: You could. [SPEAKER_02]: I think I could be, too. [SPEAKER_02]: And I don't know how to fix anything. [SPEAKER_02]: Because if you know how to use your resources, [SPEAKER_02]: Then you can make it work. [SPEAKER_02]: I mean, there's YouTube. [SPEAKER_02]: There's blue on.
[SPEAKER_02]: There's a number of resources that if you punch in the problem, it'll show you how to do it and you can you can figure it out from there. [SPEAKER_00]: You wouldn't know what's super annoying is get your right. [SPEAKER_00]: He's got to be resourceful. [SPEAKER_00]: You know the one thing that always seems to be like. [SPEAKER_00]: I just can never figure it out. [SPEAKER_00]: Perfect case narrow. [SPEAKER_00]: Like for you get it for you Peter and Taylor.
[SPEAKER_00]: And we bought up my daughter house up in the Flagstaff. [SPEAKER_00]: She's going to school up at Northern Arizona University. [SPEAKER_00]: So I'm up there this weekend and I'm trying to connect the router. [SPEAKER_00]: I don't know why. [SPEAKER_00]: Like a router is pretty easy. [SPEAKER_00]: You scan the code. [SPEAKER_00]: You recognize the router. [SPEAKER_00]: You're trying to wipe it easy. [SPEAKER_00]: I did it for two and a half hours.
[SPEAKER_00]: I've tapped every resource I knew Chad. [SPEAKER_00]: Okay, to get this to get the Wi-Fi working in the house and I guess what? [SPEAKER_00]: No, go. [SPEAKER_00]: But I'm resourceful didn't have, I didn't have a blue on for routers. [SPEAKER_00]: Okay. [SPEAKER_00]: And I've done plenty of routers. [SPEAKER_00]: But real talk chat, I just got a, I had a great idea. [SPEAKER_00]: And I have you to thank for it. [SPEAKER_00]: And then you're going to thank me for it.
[SPEAKER_00]: I think I need to give you another technician for a day. [SPEAKER_00]: A day. [SPEAKER_00]: Richard, sure. [SPEAKER_00]: One day, oh, dude, I'm going all out. [SPEAKER_00]: I'm wearing the whole deal. [SPEAKER_00]: Doing it all. [SPEAKER_02]: And I'll be in town. [SPEAKER_02]: Wednesday could be a good day. [SPEAKER_00]: Maybe not maybe not. [SPEAKER_00]: Maybe not. [SPEAKER_00]: Maybe not. [SPEAKER_00]: Maybe not. [SPEAKER_00]: I know. [SPEAKER_02]: We're a plenty of calls to run.
[SPEAKER_02]: So if we can get it extra four out of you, I'm all in. [SPEAKER_00]: I'll see you more like, you know, fall. [SPEAKER_00]: He sees. [SPEAKER_00]: Yeah, I'll escape the heat here in Phoenix. [SPEAKER_00]: So, okay, I have another quick question. [SPEAKER_00]: I'm going to segue. [SPEAKER_00]: I actually met that chat. [SPEAKER_00]: I'm going to, when I'm there tomorrow, we're going to figure that shit out. [SPEAKER_00]: I'm going to be a Peter remember, there's technician for a day.
[SPEAKER_00]: We're going to film it. [SPEAKER_00]: So, I want to talk about integration. [SPEAKER_00]: So, for you guys. [SPEAKER_00]: So, if somebody's listening right now and thinking, okay, cool, this is a great tool that I would love or they would love for their company to use. [SPEAKER_00]: What does integration look like? [SPEAKER_00]: Like how easy is this thing to integrate into business or their trainings? [SPEAKER_00]: Maybe give us an idea of what it looks like.
[SPEAKER_00]: It's like cool sounds great. [SPEAKER_00]: Like what? [SPEAKER_00]: Now what? [SPEAKER_00]: How does this thing end again? [SPEAKER_03]: Yeah, we'll give it today and give it a very soon tomorrow. [SPEAKER_03]: So right now it's a standalone application, which is extraordinarily easy to use, easy to onboard, easy to get tech signed up to incredibly short learning curve for tech like hours, right? [SPEAKER_03]: It's meant to be shockingly simple to use.
[SPEAKER_03]: And then on the managed side, it's super simple. [SPEAKER_03]: We can get teams up and running. [SPEAKER_03]: within less than a week, you know, fully operational. [SPEAKER_03]: We just need one, thirty minute meeting with the staff, one meeting with the management, and we do what to work for them. [SPEAKER_03]: So it's really low, low impact. [SPEAKER_03]: It's not like you're signing up for, you know, service signing up six months of hell coming your way.
[SPEAKER_03]: This is like, six months? [SPEAKER_03]: All right, twelve months of hell. [SPEAKER_00]: Plus. [SPEAKER_00]: That was very nice of you, Peter. [SPEAKER_03]: I was being kind, I was being kind. [SPEAKER_03]: I do have a deal with them. [SPEAKER_03]: So, I'm saying. [SPEAKER_03]: Keep it, keep it in the light. [SPEAKER_03]: But yeah, so right now I'm in Taylor could jump in, but real quick, it's it's shockingly simple.
[SPEAKER_03]: We always are, you know, people are telling us just how easy it is. [SPEAKER_03]: But it's in the wrong place, right? [SPEAKER_03]: It should be in your field service software workflow. [SPEAKER_03]: It should be within where you're doing your tickets, where you're doing your, your invoicing. [SPEAKER_03]: And so by by the end of this year, we will be live.
[SPEAKER_03]: within service site and as an integrated solution in two ways, you can keep the whole blue on apparatus or they're creating like a whole other apparatus that will include it as well, but other stuff in addition. [SPEAKER_03]: But either way, you will get the full power and benefit of blue on data and support right there in the system, which is really a big deal. [SPEAKER_03]: Because it's just inherently better to not go back and forth in applications.
[SPEAKER_03]: So we're working on that, both with [SPEAKER_03]: The service time of household pro also with on the course that would build up service trade. [SPEAKER_03]: So that's kind of an our main thrust this year is to get the whole experience inside the field service platform to remove any notion of integration fatigue or or pain. [SPEAKER_03]: It's pretty easy as it is now, but it will be basically put a switch on comes soon enough.
[SPEAKER_01]: Yeah. [SPEAKER_01]: I would say the barrier at the beginning of the onboarded right now is about as easy as it gets. [SPEAKER_01]: We just have to say called the mic test. [SPEAKER_01]: We had a technician on our team that forty plus years experience and a lot of the features that we would build inside the app itself. [SPEAKER_01]: If you couldn't hand that app over to mic and you couldn't figure it out naturally and it failed in that feature probably wouldn't pass.
[SPEAKER_01]: So it had to pass the mic test. [SPEAKER_01]: So getting a technician up and running today is a simple as getting a text message from us, clicking it and signing in. [SPEAKER_01]: And you should be able to navigate that pretty easily. [SPEAKER_00]: When you said past the mic, I literally thought you met past the mic. [SPEAKER_00]: And then I was able to connect the dots around the mic.
[SPEAKER_03]: an older tech with really big fingers at a hard time using phones so it was like if you can do it anybody can do it we're good yeah okay got it make some sense actually uh... you're just not what you're designing apps in this world you got to design it for the sixty-year-old guy on the twenty-one-year-old guy hundred percent it's got to be is got it's got to be easy to use it got to be you know low complication i completely understand for example
[SPEAKER_00]: So actually it's a great segue because you know one thing I was I had a I have my friend Ishmael in here. [SPEAKER_00]: Ishmael does in here last week for do the podcast and we were just talking about [SPEAKER_00]: Some of the pain points that he's experienced with his product and the same with us, you know, in marketing my god, like we're constantly chasing like the next thing always multiple times throughout the year.
[SPEAKER_00]: And we have to like recognize our pain points and then how do we fix those things and there's a truly a pain point. [SPEAKER_00]: I'm sure you guys go through some, you're going through some of that stuff too. [SPEAKER_00]: And obviously those are very healthy things to go through.
[SPEAKER_00]: Chad and I talk about it as like sometimes when you go through the pain points, that's just like the chapter, that's just one chapter in the book that's, you know, right before the good shit in the next chapter.
[SPEAKER_00]: But what's some of the biggest pain points that you guys are are experiencing, or what have you experienced, you know, that maybe you've addressed your scene or like, or maybe it's upcoming, just like some of the things that you're kind of like, got your eye on to make sure like this thing stays dialed in.
[SPEAKER_03]: Well, there's two kinds right there, but the humankind that relative to the experience, I think one of the bigger pain points we have on that side is getting whether it's the service manager or whoever is that go to tech for questions to commit, to telling their teams to use blue on first, to break that muscle memory. [SPEAKER_03]: If they do that for three or four weeks, gold. [SPEAKER_03]: If they don't, it's hard to break that muscle memory and get in the text to come back.
[SPEAKER_03]: So they got to commit to that. [SPEAKER_03]: It's a simple process, but it's worldly, worldly different. [SPEAKER_03]: If they make that commitment, probably the number one thing to do if you want one success. [SPEAKER_01]: Yeah, I think that's the biggest thing. [SPEAKER_01]: If you don't have management behind, I think for any software, we're talking to a lot of other companies in the software space, of course.
[SPEAKER_01]: And if you're not fully committed and saying, hey, we're going to do this. [SPEAKER_01]: And if you don't get in line with it, [SPEAKER_01]: It'll never flow because we have what we call tuna calls. [SPEAKER_01]: So we'll sit down with teams of technicians on a routine basis and then we'll retrain them on the platform to make sure that they know how to use it. [SPEAKER_01]: And we've looked at the data, the usage of those accounts after a tuna call.
[SPEAKER_01]: And there's a little bit more usage, right? [SPEAKER_01]: Compare that to when we talk to the management team or the service manager and get buy-in and have follow up with them. [SPEAKER_01]: Post that conversation, the usage rate and adoption is like five X. So it's not even comparable. [SPEAKER_01]: So what P is saying is like, we've seen it time and time again.
[SPEAKER_01]: Once you get the right buy-in from the right folks and they understand how this improves their lives or the business, you're, you know, the whole apparatus works much better. [SPEAKER_00]: Yeah, makes sense. [SPEAKER_00]: Chad, Chad, do you use this with top tech? [SPEAKER_00]: Was this like a part of us or no?
[SPEAKER_00]: Or how is this after it's [SPEAKER_02]: Yeah, I mean, it's after some of those guys are running calls where there's not a whole lot of, not a whole lot of diagnosis, right? [SPEAKER_02]: It's more maintenance related. [SPEAKER_02]: We can train that piece of it.
[SPEAKER_02]: It's kind of when they're making that jump probably after for some of them six months, others maybe eight months a year to where they've, they've progressed through our progression to where they're ready to actually like start diagnosing stuff.
[SPEAKER_02]: Both the stuff they're running right at a top tech is, [SPEAKER_02]: you know two three-year-old systems that we put in like they know the ins and outs of it that's the equipment that we train them on they know it they know where everything is on and so forth so it's a piece but it's not something that we really expose them to early on mainly because they're still quite a bit of handholding early on as they get out there and they start to get their feet wet [SPEAKER_00]: Got it.
[SPEAKER_00]: So so I went to ask this earlier and I and I forgot now does does this have the is this for all equipment is it's like all brands. [SPEAKER_03]: So yeah, what if it he's our cool old brands. [SPEAKER_03]: Yeah. [SPEAKER_00]: Okay. [SPEAKER_00]: Um, I mean, that was the downside to my deal earlier, as I only had carrier Brian and third party equipment.
[SPEAKER_03]: Yeah, so never all the other stuff, which was, and it go, we go from, you know, mini splits, the chillers and everywhere in between. [SPEAKER_00]: Okay. [SPEAKER_00]: Taylor. [SPEAKER_00]: Oh, yeah, I think this one's for you, buddy. [SPEAKER_00]: So Mr. Salesman, Mr. Bizdev guy. [SPEAKER_00]: Okay, you ready? [SPEAKER_00]: Um, so I always like asking this question.
[SPEAKER_00]: Um, and I'm going to, and I'm going to add live before you a little bit to give you a chance to think about it. [SPEAKER_00]: But the, you know, I always wonder, you know, if you're up trying to sell this thing to a contractor, pitch it, educate whatever you want to call it. [SPEAKER_00]: Um, and their throwing objections at you, right? [SPEAKER_00]: They're saying, uh, like, [SPEAKER_00]: I do already do this or do that. [SPEAKER_00]: They're throwing whatever the objections are.
[SPEAKER_00]: I'm sure you probably get the same objections. [SPEAKER_00]: What are some of the objections that they throw at you? [SPEAKER_00]: And then maybe give the responses to those objections. [SPEAKER_00]: If it's one or two, whatever it's fine. [SPEAKER_00]: But you know there's probably the same common ones that you're getting.
[SPEAKER_00]: And the reason I ask this question is because [SPEAKER_00]: Some might probably be thinking it already about the objection because it's a comment of Jackson, and I want you to be able to give the answer on it. [SPEAKER_00]: So they had little enough to give you enough time down. [SPEAKER_01]: Yeah, that's good. [SPEAKER_01]: I think the first thing is look with a lot of contractors' price is the first thing that everybody is scared about.
[SPEAKER_01]: I think a lot of folks, even in the summertime, cost is a big concern for a lot of businesses because they're always thinking through like, I have to make my business more efficient. [SPEAKER_01]: So they're interested in our tool, but they're still like, they have a lot of, let's say, like built up frustration from other software experiences. [SPEAKER_01]: And so what we've tried to do is number one, we price the platform to make it like, [SPEAKER_01]: Obviously ROI positive.
[SPEAKER_01]: If there's very minimal usage of the platform, it's obviously ROI positive. [SPEAKER_01]: I think the other big thing and a lot of software companies are going to have to come around to this and it's challenging, it's month and month. [SPEAKER_01]: So we don't have contracts like most big platforms that are out there. [SPEAKER_01]: There's no multi-year contract.
[SPEAKER_01]: Because that's a big commitment and they don't fully understand whether or not this is going to impact their business in a major way. [SPEAKER_01]: We're super confident in our platform and the data that we're going to provide those technicians in real time. [SPEAKER_01]: And so we know that we can go with a month-to-month contract that they're going to stay on. [SPEAKER_01]: If we can get those technicians just to use it, that's the big barrier.
[SPEAKER_01]: We have to get the management team to commit that they're going to implement this and their shop. [SPEAKER_01]: And if they implement it and they enforce it, they're going to see a huge benefit in any KPI that we decide to track, which we try to do.
[SPEAKER_01]: You know, something that Peter and I have tried to work into a lot of our arrangements with these contractors is upfront defining what the KPI's other business is that they're most focused on, making sure we understand what that benchmark is, and then after the fact, you know, tabbing it and see where they end up. [SPEAKER_01]: But I think price is the biggest factor.
[SPEAKER_01]: And you know, it's [SPEAKER_01]: We always get past that sticking point with the solutions I just mentioned. [SPEAKER_02]: Yeah, I would throw in there and correct me if I'm wrong guys is that I think the word software and home services just has a bad name in general. [SPEAKER_02]: Right. [SPEAKER_02]: It's you got this one. [SPEAKER_02]: You got that one. [SPEAKER_02]: How do they connect?
[SPEAKER_02]: Why do I have eighteen different things that I got to pull up where I feel like for me at least in the exposure that I've had to blew on.
[SPEAKER_02]: It's not [SPEAKER_02]: it's not a software that you have to like implement and you got to do all of these things it's more of like it's like a better chat GPT it's a specialized thing and obviously you guys I'm simplifying it just for listeners just to understand that they're just like you said it's a thirty minute meeting like it's not a lift on your team of like well who's gonna do this and who's gonna do that it's
[SPEAKER_02]: So Taylor's point, it's literally like, how do I get the technicians engaged and excited about using this thing? [SPEAKER_02]: And how do I show that, hey, this can provide you answers. [SPEAKER_02]: It can make your job easier. [SPEAKER_02]: You can do all of these things by yourself and learn and do all of these things. [SPEAKER_02]: So I think that's an important distinction.
[SPEAKER_02]: At least for me and for my perspective and our team using it is there was no like, you know, typically when we do a software, it's like, we gotta have a project team and how many people's this can affect and so on and so forth. [SPEAKER_02]: I think even with an organization of our size, it was a thirty minute meeting with the technicians to say, hey, you know, log in, you're going to get a text message, log in and use it and figure out how it works best for you and go from there.
[SPEAKER_03]: Yeah. [SPEAKER_03]: That was going to say, we have that question. [SPEAKER_03]: That is the number one objection besides prices. [SPEAKER_03]: Well, how long is it going to take? [SPEAKER_03]: Like, what am I looking at here to get this going? [SPEAKER_03]: When am I going to see results? [SPEAKER_03]: Is it a month or two months or like, no, it's [SPEAKER_03]: tomorrow. [SPEAKER_03]: They can't compute that because it had such bad experiences with other SaaS platforms.
[SPEAKER_03]: You have to honestly get to explain that and the Chad's point like walking through that. [SPEAKER_03]: But once they can get over that hump, it's a pretty, then of course we get most folks, not in the summer time, but outside the summer, we give them a free month, check it out, take the tires, there's no risk. [SPEAKER_03]: You guys will be up and using it within a week, and you'll see the benefit right away.
[SPEAKER_03]: But I mean, you know, art, just to give you an idea, we, you know, we, we, you know, most business we win,
[SPEAKER_03]: Ninety five percent with an active meeting is like a pitch right a demo and we close like sixty five percent of those so it's a it's a really high hit rate right in terms of if we get the chance to talk to two thirds of the time you're gonna sign up right in terms of businesses because it's just a no-brainer like once you get what you understand what it is and the value prop But getting into that meeting that's the hardest part right getting it getting a contractor commit to a twenty-minute demo that there's your there's your work
[SPEAKER_00]: Welcome to sales, Peter. [SPEAKER_03]: That's a whole ball game. [SPEAKER_00]: Well, so Chad, do you guys all miss this really for any contractor, but two part or one was was implementation pretty like out the gate you saw like they came to the detraining and like boom shit next day one day two day three, there's like, you know, everybody's using it and like you're getting some feedback from them or like it was just like you guys are off to the races.
[SPEAKER_00]: I mean, it's a big organization. [SPEAKER_00]: So like you had a lot of success with it quick. [SPEAKER_02]: Yeah, I think we've seen success with it. [SPEAKER_02]: I think that where we have to continue is that while there isn't a whole lot of like lift to getting it going, it is continual reinforcement. [SPEAKER_02]: It's like anything, right? [SPEAKER_02]: You want to sell more memberships? [SPEAKER_02]: We'll talk about it every day and week, you know?
[SPEAKER_02]: Hey, you want to get better at the turnover process? [SPEAKER_02]: Well, don't just talk about it at the beginning of May and expect it's going to last to the summer. [SPEAKER_02]: where we have to get better is continually encouraging people, showing success stories with it, having the technicians talk about it.
[SPEAKER_02]: I think that there, at least in ours, as I've talked to people, it's more an organic thing because there's no better sales pitch than not my manager telling me to use it. [SPEAKER_02]: It's my buddy who I typically call, who's saying, hey, dude, why don't you just punch that into blue on? [SPEAKER_02]: Why don't you just, [SPEAKER_02]: Oh, shoot, I haven't even used that yet. [SPEAKER_02]: Yeah, I'm in. [SPEAKER_02]: Just punch it in. [SPEAKER_02]: I was using it.
[SPEAKER_02]: And like, it's almost just like that, you know, it's kind of like a popularity thing, right? [SPEAKER_02]: Oh, the cool kids using it. [SPEAKER_02]: Like, maybe I ought to use it too. [SPEAKER_02]: Like, he knows all the answers. [SPEAKER_02]: I usually call it bug him. [SPEAKER_02]: Like, well, he just said to use it and he said he uses it. [SPEAKER_02]: So it must be okay to use it. [SPEAKER_02]: I think that's the biggest piece is our technicians are extremely proud individuals.
[SPEAKER_02]: They get paid to know the answers to customer problems. [SPEAKER_02]: And giving them a resource, it can somewhat be deflating, like, right? [SPEAKER_02]: Like, oh, shoot. [SPEAKER_02]: I don't know the answer. [SPEAKER_02]: I got to go to Google, whereas, you know, [SPEAKER_02]: Nuckleheads like me, I actively look for ways to use Google or, you know, Jackie B.T., like, are just giving the answer, I don't know.
[SPEAKER_02]: And so, I think it's important to meet your text where they're at. [SPEAKER_02]: And if we know that this to be true, then let's give them resources that they can use and be successful and really see the success on their own, right? [SPEAKER_02]: They don't have to give the credit to solving that customer problem to blue on. [SPEAKER_03]: Yeah. [SPEAKER_02]: They can take the credit for themselves. [SPEAKER_03]: That's right.
[SPEAKER_02]: Because yes, we have a log in the back that says they use blue on, but I don't care how they got to the answer. [SPEAKER_02]: I'm just excited you got to the answer and the customer's happy. [SPEAKER_03]: Ben go and you give him care. [SPEAKER_03]: It's like one of the things we introduced. [SPEAKER_03]: Man, it's got to be like five, six months ago now.
[SPEAKER_03]: But in the AI function, Master Mechanic, they can scan the name plate, just punch in the common problem and say, job summary. [SPEAKER_03]: And it will craft this beautiful job summary, outline the steps they should have taken. [SPEAKER_03]: If they didn't take them, they're still going to write them out there. [SPEAKER_03]: So Mr. Jones, Mr. Jones, I did XYZ Boom Boom Boom on this GSX, but we'll solve this problem, beautiful paragraph, cut and paste.
[SPEAKER_03]: No typing requires elegant solution, tech feels great, homeowner feels great. [SPEAKER_03]: And that's a good carrot because I don't have to type that damn thing as a tech, you know, which is the pain you asked. [SPEAKER_03]: So he gave him carrots as well as, you know, just a basic solution, things that make their life easier. [SPEAKER_02]: Yeah, I will, I will tell you that piece right there.
[SPEAKER_02]: Like we take it for granted, sitting in the office, try to type out a paragraph on an iPad. [SPEAKER_02]: More importantly, try to type it out while you're sweating. [SPEAKER_02]: It's hot. [SPEAKER_02]: And you're literally, we always, we always made fun of the people who like, you know, what was they called? [SPEAKER_02]: Chicken, what was it called? [SPEAKER_02]: Like just poking with your fingers. [SPEAKER_02]: That's what you do with an iPad.
[SPEAKER_02]: And we give it to these technicians or like, hey, yeah, I go be a technician. [SPEAKER_02]: But also, if you don't mind type out an entire paragraph and great English, that sounds great to the customer on an iPad while you're trying to solve a problem. [SPEAKER_02]: And so for me, it's like, we are so, how do we make their lives easier? [SPEAKER_02]: And to me, blue on is a perfect example of how we make their lives easier because they signed up to be a technician.
[SPEAKER_02]: They signed up to do problems. [SPEAKER_02]: Meanwhile, [SPEAKER_02]: We are forcing our technicians to be, you know, typist warehouse clerks, you know, master McCann, like all of these things that they didn't sign up for, but we need them to do it. [SPEAKER_02]: So how do we utilize tools like blue on and the like to make their lives easier? [SPEAKER_02]: If we can make their lives easier, they can spend more time making the customer happy.
[SPEAKER_00]: Did you guys hear him slip in? [SPEAKER_00]: He uses Chad GPT. [SPEAKER_02]: I'd probably need a model for that. [SPEAKER_02]: It probably wouldn't give a whole lot of good answers, but hey, here it is. [SPEAKER_03]: The summary thing is really big deal. [SPEAKER_03]: The text is covered. [SPEAKER_03]: The text we're using this summary before we introduce the feature. [SPEAKER_03]: They were asking the AI, hey, write me a summary based on this.
[SPEAKER_03]: This isn't what was doing it. [SPEAKER_03]: The only is automated to make it super simple. [SPEAKER_03]: We've seen shops that have been able to increase their customer reviews by implementing that as a mandatory function. [SPEAKER_03]: So everybody's getting like a really well-written customer review. [SPEAKER_03]: I've dropped some rate to increase that five star from the customer. [SPEAKER_00]: of it, guys. [SPEAKER_00]: Well, it's weird at the top of the hour.
[SPEAKER_00]: So here's a deal. [SPEAKER_00]: If you could just give me a few more moments, Chad and gentlemen, is there any question that I didn't ask that you guys wish I would have that you could share with with the group? [SPEAKER_00]: And if not, it could just be something simple like what's next. [SPEAKER_00]: And then of course, you know, however, some I can connect with Bluana, if they're interested from here.
[SPEAKER_00]: And I heard you say, first month free Peter, heard you say that, [SPEAKER_03]: We usually don't do it on the summer time, but if you're coming from this podcast, let us know. [SPEAKER_00]: There we go. [SPEAKER_00]: Perfect. [SPEAKER_00]: Great. [SPEAKER_00]: See, there you go, listeners, just call him out. [SPEAKER_00]: I heard him say it. [SPEAKER_00]: You probably heard him say it, wrote that shit down guarantee. [SPEAKER_00]: You know, remember that.
[SPEAKER_00]: So maybe what's a good like closing question I could have asked or something you guys can share before we hop off here. [SPEAKER_03]: I mean, I think that, I don't know, but it's a question, but we just, [SPEAKER_03]: In this era of decreasing technician availability, there's less and less out there to get, right? [SPEAKER_03]: The pot shrinking, not growing. [SPEAKER_03]: The skill set shrinking, not growing.
[SPEAKER_03]: And I think what Chad said earlier of, you know, you can, you can, you guys know how to do research, know how to use these tools and are like, you know, physically able in the world, which some of you guys are not. [SPEAKER_03]: But let's say most of them are, you know, you all of a sudden have a tool [SPEAKER_03]: If you focus on it to build your own technician group, as opposed to having to do rely on an existing pool, that's a big deal, right?
[SPEAKER_03]: Because if you're growing, if you want to grow your business, you want to scale it. [SPEAKER_03]: That wasn't available before, right? [SPEAKER_03]: That was just not, it was a big no. [SPEAKER_03]: Or you had to go steal someone else's text or figure out how to get that labor over. [SPEAKER_03]: That's no longer the case. [SPEAKER_03]: You can build your own.
[SPEAKER_03]: And you can build a top shelf output that is, you know, [SPEAKER_03]: a competitive advantage, not a not a disadvantage. [SPEAKER_03]: I think that's that's a that's a sea change, you know, in the industry, if you take advantage of it. [SPEAKER_00]: I love it.
[SPEAKER_00]: Well, listen, here's here's one thing that I was like to share, you know, I think I was talking to Logan, maybe I came here if it was a pantheon or home service freedom or somewhere like maybe last year at the event and [SPEAKER_00]: And he was talking about, I was like, Logan, I don't know what to help Lou on his man. [SPEAKER_00]: I'm like, what type of like, and you do explain to me better. [SPEAKER_00]: And I'm not calling you out, Logan, I apologize.
[SPEAKER_00]: Yes, I told him, calling him out. [SPEAKER_00]: But it's just, we made it to kind of learn it and understand it because, I mean, no offense, I get pitched so much stuff all the time to be either be a part of Rhino or to be a part of Pagas or whatever. [SPEAKER_00]: So it took me a while, but then like, there's some heavy hitters using this heavy hitters that use blue on them.
[SPEAKER_00]: And like I said, you get Peter and brothers, I mean, there is ever FH for APL, Sammy, apex, pros, ghetto. [SPEAKER_00]: Like, you guys have the one out. [SPEAKER_00]: I think you guys have the one hour friend. [SPEAKER_03]: Yeah, we have several experts now across the country. [SPEAKER_03]: We got [SPEAKER_00]: Yeah, like these guys don't just jump on board for some shit because it's yes, it's cool.
[SPEAKER_00]: Maybe they're making a cooler right although I guess the cool kids are doing it so you so you should too. [SPEAKER_00]: So clearly there's something there like and again, I don't know we don't ever bring somebody on here just because you know they want to be a sponsor on here again. [SPEAKER_00]: We had this had a time like I generally have to believe that the product is one that's great for the industry for you the listener for the contractors.
[SPEAKER_00]: And this is one, like this to me, seems like a total of no brand. [SPEAKER_00]: You don't even have an excuse not to use it. [SPEAKER_00]: It's month to month. [SPEAKER_00]: You get a free month now because you just got to mention to the point podcast. [SPEAKER_00]: So you get to try it out.
[SPEAKER_00]: And if you don't like it, then you say, you know, pound sand, you know, but the odds are that, you know, if you implement it and use it, and it makes you gives you more billable hours, like, yeah, it's pretty good fucking deal. [SPEAKER_03]: So you'll have, you'll have happier decks. [SPEAKER_03]: You'll have happier decks. [SPEAKER_03]: If that's meaningful to it, you know. [SPEAKER_00]: Yeah. [SPEAKER_00]: Happy your text. [SPEAKER_00]: Yeah. [SPEAKER_00]: And keeping them.
[SPEAKER_03]: Exactly. [SPEAKER_03]: Happy your text. [SPEAKER_03]: That's day. [SPEAKER_03]: Don't leave the room. [SPEAKER_03]: Exactly. [SPEAKER_03]: Right. [SPEAKER_00]: So hey, what's the, what's the best way for these guys getting them in less than Taylor. [SPEAKER_00]: You're on the sales side. [SPEAKER_00]: So this is your time to shoot your shot.
[SPEAKER_00]: This is what's the best way for these guys to get in touch with either you or or blue one in general to be able to like maybe just get this process started. [SPEAKER_01]: No, I think any general question, and all no matter how big or small you should contact Pete immediately. [SPEAKER_01]: Yeah, we're during the day or night. [SPEAKER_00]: He's a very strong team. [SPEAKER_00]: Play yourself in right now. [SPEAKER_01]: Number is nine, four to nine.
[SPEAKER_01]: Yeah. [SPEAKER_01]: No, but on a serious no, feel free to contact me. [SPEAKER_01]: You can contact me directly at tdyslareatboyon.com. [SPEAKER_01]: We can put it in the show notes wherever you go. [SPEAKER_03]: Yeah, we're going to go, just go to blueon.com and schedule demo. [SPEAKER_01]: Yeah, that's that's that's probably your best bet if you want to get in quick and like Pete said he's given away the gifts today.
[SPEAKER_01]: So if you want to get thirty days free, we'll we'll honor that. [SPEAKER_00]: Hell yeah, let's go. [SPEAKER_00]: I appreciate you guys doing that. [SPEAKER_00]: I mean to call you out on that, but I appreciate you doing it. [SPEAKER_00]: Yeah, no problem. [SPEAKER_00]: Of course. [SPEAKER_00]: Yeah. [SPEAKER_00]: Okay. [SPEAKER_00]: Chad, you got any clothes and notes, brother? [SPEAKER_00]: You are a greater log-off. [SPEAKER_00]: I mean, what do you want to do?
[SPEAKER_00]: You want to close this out? [SPEAKER_02]: Yeah. [SPEAKER_02]: No, I mean, I appreciate you guys spending some time. [SPEAKER_02]: I mean, I think [SPEAKER_02]: If anything on this podcast we're trying to provide value to people, expose them to tools and items they can use to hopefully grow their business for us.
[SPEAKER_02]: I think blue on has been a good thing as it relates to making our technicians lives easier and allowing them to gain that experience maybe even a little bit faster. [SPEAKER_02]: To me, if you've got technicians on your team that need more experience and need it faster, which I would assume is a yes for everybody, this is a great tool to hopefully increase that rate at which they get their experience. [SPEAKER_02]: I'm excited that you guys are on here.
[SPEAKER_02]: I'm excited that you guys shared today with our listeners what you guys have to offer. [SPEAKER_02]: Again, from my own personal experience, I would recommend looking at the product and figuring out how it can help your business grow. [SPEAKER_02]: I think it's a true [SPEAKER_02]: game changer when it comes to the technical support that all of our technicians need.
[SPEAKER_02]: Think about how many times you use Google or whatever it may be today while our technicians need that same support. [SPEAKER_00]: decrease callbacks and create or increase the retention of your technicians more billable hours. [SPEAKER_00]: This is easy to integrate. [SPEAKER_00]: You got enough fucking excuses. [SPEAKER_00]: So just give it a shot and check it out, push it in the month for you. [SPEAKER_00]: Okay. [SPEAKER_00]: So let's make it happen.
[SPEAKER_00]: So when I appreciate both of you for coming on here, thanks for getting us your time. [SPEAKER_03]: Right on. [SPEAKER_03]: Appreciate you guys. [SPEAKER_00]: All right. [SPEAKER_00]: All our listers. [SPEAKER_00]: You got to do everything, but you got to do something. [SPEAKER_00]: No zero days.